Versitile Selling Using DISC OBJECTIVES Identify the DISC profile of youself and your physicians. Modify sales presentations to meet the DISC profile of your physicians. Apply your knowledge of DISC in a role play situation with a partner.

OBJECTIVES

Identify the DISC profile of youself and your physicians.

Modify sales presentations to meet the DISC profile of your physicians.

Apply your knowledge of DISC in a role play situation with a partner.

The D – Direct and Dominant Results oriented and concerned with tasks Takes charge and makes quick decisions Very self confident and trusts personal experience Is direct and open with facial expressions

Results oriented and concerned with tasks

Takes charge and makes quick decisions

Very self confident and trusts personal experience

Is direct and open with facial expressions

The I - Interactive People orientated, friendly and concerned with others Enjoys social interactions – gut decisions Wants harmony and social grace Very expressive with facial expressions and body movements

People orientated, friendly and concerned with others

Enjoys social interactions – gut decisions

Wants harmony and social grace

Very expressive with facial expressions and body movements

The S - Steady or Stable Quiet, consistent, and concerned with people Likes routine and slower decisions thinks long term Trusts in others keeps a few deep friendships Is relaxed and attentive with facial expressions

Quiet, consistent, and concerned with people

Likes routine and slower decisions thinks long term

Trusts in others keeps a few deep friendships

Is relaxed and attentive with facial expressions

The C - Conscientious or Cautious Formal, logical, precise, and process-oriented Uses systematic approaches considers all consequences to engage conflict Self confident shies away from emotional connection with most people Diplomatic

Formal, logical, precise, and process-oriented

Uses systematic approaches considers all consequences to engage conflict

Self confident shies away from emotional connection with most people

Diplomatic

Application of DISC Distribution of T shirts and partner up At the flip charts, use the handouts to list: 1. Three do’s, or advantages, or strengths 2. Three don’ts, or disadvantages, or weaknesses Team presentation Detailing rotation (timed) Volunteer to detail in front of group (ace points)

Distribution of T shirts and partner up

At the flip charts, use the handouts to list:

1. Three do’s, or advantages, or strengths

2. Three don’ts, or disadvantages, or weaknesses

Team presentation

Detailing rotation (timed)

Volunteer to detail in front of group (ace points)